APMP Foundation: Requirements and Compliance Check-list Development
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APMP Foundation: Requirements and Compliance Check-list Development

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Covers the requirements Identification and Compliance Checlist Development KCAs of the APMP Accreditation Syllabus ...

Covers the requirements Identification and Compliance Checlist Development KCAs of the APMP Accreditation Syllabus

First session in the Planning the Proposal Phase Module of Bid to Win's APMP Foundation Preparation programme

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  • Welcome to the first session in the module Planning the Proposal Phase in our APMP Foundation Training webinars.The detailed planning of Proposal Activity is usually initiated by the issue of the Prospect Request for Proposal.We hope that it’s not a “surprise RFP” and that you’ve already been able to define your strategy and do most of the planning in the earlier Capture activities.As you’d expect, there is quite a lot to cover in this module and in other sessions we’ll also talk about:OutliningStoryboardingExecutive Summary DevelopmentBut first we want to look at the basics: What are the Requirements?

APMP Foundation: Requirements and Compliance Check-list Development APMP Foundation: Requirements and Compliance Check-list Development Presentation Transcript

  • APMP® Accreditation Programme Planning the Proposal Phase Session 1: Requirements and Compliance Checklist Development Planning the Proposal Phase© APMP 2005 and Bid to Win Ltd 2010 Version: 0v9
  • In this session: Requirements Identification Compliance Checklist Development Establish your quality controls EARLY!2 © Your Company 2003 Confidential
  • Requirements Identification• Identify documented customer requirements Planning the Proposal PhaseSyllabus Requirement
  • Confirm the requirements:When the RFQ arrives:Distribute it to core • Specific sections allocated for detailed review by individuals team members • The Bid Manager should check the tendering rules Then ‘walk • Look for ‘surprises’,through’ as a team • New requirements, anything that’s not clear • Questions for the Customer Identify: • Actions for the solution team RE QUALIFY! • Can you still win?
  • How to identify requirementsLook for every “shall” and “will” (or similar) in therequirements document. Identify them:• Coloured Markers• Underline or Circle• Cut from a paper copy• Electronically cut and paste• Proposal Preparation SoftwareReview for missed requirements, lower levelrequirements or implied requirements
  • How to strip out requirementsFollow the order of the topics and paragraphs in thetender documentList each requirement as a separate checklist item• Use the prospect’s words and phrases in your checklist• Start each checklist item with the ACTION verb in the tender documentUse the requirements checklist to assist outlining yourproposalReview the checklist against the tender document toensure all requirements have been stripped out
  • Decompose complex requirementsComplex requirement Basis for Requirements Checklist2.3.2 Diagnostics  Specify the diagnostic tools built into © Shipley Associates Proposal Guide, 2nd EditionWhat diagnostic tools our system.are built into yoursystem? Indicate those  Indicate the diagnostic tools availablethat are available only to only to the network managementthe network personnel.management personnel.  Indicate the diagnostic tools availableIndicate those that are only from the central switch site.available only from thecentral switch site and  Indicate the diagnostic tools availablethose that are available from nodes, terminal locations, etc.from nodes, terminallocations, etc.
  • Completed checklist fragment:# Ref: Requirement Type Priority2 … … S M3 … … S O4 2.3.2 Specify the diagnostic tools built into our system I M5 2.3.2 Indicate the diagnostic tools available only to the I M network management personnel6 2.3.2 Indicate the diagnostic tools available only from I M the central switch site.7 2.3.2 Indicate the diagnostic tools available from nodes, I M terminal locations, etc.8 … …
  • What if there is no RFQ? Build a • Your understanding of therequirements requirements checklist • Discussion with the based on: Prospect
  • Compliance Checklist Development• Candidates should be capable of building a compliance matrix Planning the Proposal PhaseSyllabus Requirement
  • Building a Compliance MatrixFollow the order of the proposal requestList each requirement as a separate itemUse the customer’s words and phrasesBegin each item with the action verb• “Describe, specify, list, provide details of…” etc• Identify Mandatory / Optional: “Shall, must, may , should …”Use the list as a guide to:• check that every requirement is answered• estimate individual section and total proposal page counts
  • Extend the compliance checklist into a response matrix:# Ref: Requirement Type Priority We Refer- Comply? ence2 … … S M Full3 … … S O Partial4 2.3.2 Specify the diagnostic tools built I M Full 3.2.3 into our system5 2.3.2 Indicate the diagnostic tools I M Full 3.2.3 available only to the network management personnel6 2.3.2 Indicate the diagnostic tools I M Full 3.2.3 available only from the central switch site.7 2.3.2 Indicate the diagnostic tools I M Full 3.2.3 available from nodes, terminal locations, etc.8 … …
  • In summary:We have seen how to:•Apply a systematic approach to identifying documented requirements•Extend the Requirements Checklist into a Compliance MatrixSyllabus Requirement